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EO Nerve 2012 Breakout

EO Nerve 2012 Breakout

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  • Keys: Ask the right question - what’s the bottleneck? Day dream about itthe WHO - people helped to get solution Take action - your first action may not work Measure your results Copyright Gazelles Systems, 2008. Working Your One Page Strategic Plan - by Patrick Thean
  • Keys: Ask the right question - what’s the bottleneck? Day dream about itthe WHO - people helped to get solution Take action - your first action may not work Measure your results Copyright Gazelles Systems, 2008. Working Your One Page Strategic Plan - by Patrick Thean
  • Company - Name and what they do HappyLawn – We are in the Green Grass no weeds business   Their challenge The industry had a Sales cycle that was to complicated making it to long and to expensive as a result growth was difficult and expensive How they figured it out At BOG with Vern’s guidance we were able to come up with the essential question.   The X-factor process - We focused on what was the bottle neck in our industry. If we could solve this bottleneck it would give us a 7 to 10x’s advantage over the competition.   The essential question became – How can we reduce our sales costs & sales cycle by a factor of 7x’s to 10x’s.   I was able to leverage all of my relationships at BOG & EO and eventually came up with the solution...  GIS imaging and tax map data to measure the lawns over the web instead of using a sales person to measure every lawn.   What their BHAG / Brand Promise / x-factor turned out to be BHAG – Defeat the evil empire... Sales greater than Chemlawn Brand promise – Green Grass, No weeds, No Hassles X-Factror - GIS imaging and tax map data to measure the lawns over the web instead of using a sales person to measure every lawn. Results or lesson learned Results:We sold our existing $2mil business in 2003 and started over, building a new business using the X-Factor.  We grew from $0 in rev January 1 2004 to $10mil in 2008.  Our sales cycle went from 3 weeks to 3 minutes and cost per sale went from $275 to less than $50 Lesson learned:All X-Factors become table stakes in 2003 GIS imaging was truly rocket science today with Google earth it is common place.

X factor ppt with info at end Presentation Transcript

  • 1. Discovering YourX FactorBy Todd Mendenhall andGreg D’Amico
  • 2. Exposes You To:• Insignia and Quantum Leap• Discovering the X Factor. Barrett Ersek• Special Rockefeller Habits Content for your Forums
  • 3. What This Is Not:• Experienced Professional Speaker• Expert on the X Factor
  • 4. Entrepreneurial Dyslexic• Like many of you I Have the gift of Dyslexia• Saw this as my weakness• More visual, take in lots of information, and see patterns
  • 5. My History• Investment Firm 20 years• Started a Mutual Fund in 1995• Started a Software Company• Went to India and set up office in 2004• Using Rockefeller Habits since 2004
  • 6. X FactorWhat is the bottleneck in your industry?
  • 7. X Factor• X Factor is NOT about You. Its about: • Discovering and solving a constraint or bottleneck in your industry • Gaining a 10X advantage over your competition
  • 8. Do You Want to Move Past yourcompetitors by 10 to 30 times?
  • 9. Happy Lawn – X FactorHappy LawnGreen Grass – No Weeds – No Hassles
  • 10. Barrett’s Happy Lawn • Cost per customer was $275 ,10 yrs to 6000 • How to Reduce by factor of 10? • Leased material from Global Explorer
  • 11. What Happened?• 2 Mill to 10 Mill in 4 yrs• Sold to TrueGreen• $1 returned in 6 quarters. Turned into $1 in 6 weeks
  • 12. Title • Donec volutpat lorem • Praesent sodale nisl • Donec volutpat lorem • Praesent sodale nisl sit amet
  • 13. Outback Steakhouse• One of the top 3 Restaurant chains in the industry. Won all kinds of Industry Awards.• Industry Issues – theft, inconsistency of food, service, other headaches.• Asked “Why” 5 times.• Realized it was the Managers
  • 14. AutoNation• Industry Problem 4/5 Customers not returning.• Conference Break Outs all were on driving Traffic.• Wayne said how to get them back – Found customers wanted all Brands
  • 15. Starbucks• What is their X Factor?
  • 16. X Factor Tips• Ask… • What problems in your industry are so deep seated that everyone accepts and works around the problem? • What are some things that we do that an outsider would say “That’s crazy! Why do you have to do that?”• At Industry Conferences • What topics have the most presentations? • What problems seem to get solved again repeatedly and yet still begs another solution?
  • 17. X Factor Opportunities• Biggest Cost• Delivery• People Reduction• Employee Retention• Process Flow• Innovation
  • 18. Experience Sharing• Share and Discuss • Have you tried figuring out your X Factor? • How have you gone about thinking and solving this problem?
  • 19. X Factor Exercise• Discover your industry bottlenecks• Brainstorm solutions: • It’s impossible, but what if we could …
  • 20. X Factor Exercise 1• Breakout in Groups of 6 or less• Come up with 2 business bottlenecks• Come up with 2 Industry Bottlenecks• Have Forum mates generate feedback that the bottlenecks are Industry not business
  • 21. About EO Insignia & EO Quantum Leap
  • 22. What is it?Regional Quarterly Forum Experiences
  • 23. Regional, Quarterly Forums Presentations + Content + Goals
  • 24. Experiences• Istanbul University – September 2012• Campus Event - Park City, Feb. 2013• Miami University – March 2013• Masters Golf Trip – April 2013
  • 25. Insignia/Quantum Leap ContentPeople Strategy Execution(Happiness) (Growth) (Profit/Time) Finance Me (Options) (Living Legacy)
  • 26. More Content
  • 27. For More Information Patty Campagna pcampagna@eonetwork.org Or Eoinsignia@eonetwork.orgEOQuantumleap@eonetwork.org
  • 28. Thank You• Questions for me:• Email at greg@efficience.us